Speakers & Topics

Partial List*

Keynote Address -- The Evolution of Inside Sales

Presented by: Mike Damphousse

CEO/CMO
Green Leads, LLC

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The evolution of Inside Sales has been epic. The transformation from one time "telemarketers" into today's professional selling organizations has been long and hard. However, it's un-deniable, Inside Sales has become a key component in most organizations selling strategies and is a profession to be proud of. These dramatic changes have shifted the way Inside Sales teams need to operate today in order to thrive. Hear Mike Damphousse, noted speaker, blogger, respected thought leader, and long time sales and marketing executive, as he discusses this exciting, on-going evolution that we’re all a part of.

SPECIAL GUEST

Olympic Gold Medalist - Jeff Blatnick

Leadership through Adversity

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One of the most inspirational stories of the 1984 Olympics, Jeff overcame Hodgkin's lymphoma just two years before winning a gold medal at the Los Angles games. Greco-Roman wrestlers, Blatnick and teammate Steve Fraser were the first Americans to ever win gold in Olympic Greco-Roman history. Jeff went on to be sought after motivational speaker and a 5 time color commentator / analyst on NBC's Olympic wrestling broadcasts. Hear his story first hand and see his Olympic Gold Medal.

The Future of Inside Sales

Presented by: Bob Perkins

Vice President Sales Merrill Corp.
Founder & Chief Executive Officer, AA-ISP

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Hear from one of the professions true leaders as he shares his exciting and forward-thinking perspective on the "The Future of Inside Sales". Bob will inspire attendees to become "thought leaders" as they help take inside sales to the next level of professionalism and performance. He will also motivate and challenge attendees to use the Summit to help re-charge and re-focus their personal efforts on innovating and leading the way in the new decade that lies ahead.

2010 Metrics and Compensation Study

Presented by: Trish Bertuzzi

Founder & President
Bridge Group

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Long time Inside Sales leader Trish Bertuzzi will present findings from her soon to be conducted 2010 study on inside sales metrics and compensation. Her overview will address the many questions that inside sales leaders often ask such as: What should we measure? How many inside reps do we need? How many reps can one manager effectively supervise? What is the average base salary and commission out there for inside reps?....just to name a few. Come hear Trish's pre-release review and hear about hundreds of other companies and benchmark your own teams against these findings.

Sales 2.0 - Best Practices & Technologies

Presented by: Anneke Seley

Founder & President
Phone Works

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Noted "Sales 2.0" author, Anneke Seley, will discuss how Sales 2.0 practices and technologies are key to developing high-performing inside sales organizations. Hear how companies are implementing these practices, measuring their activity, and how they are driving improved results. Anneke will also lead an executive panel discussion on this topic.

Sales Management & Predictive Analytics in Action

Presented by: Nancy Martini

President & CEO
PI Worldwide

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Today's competitive business environment demands that you leverage the talent on your sales team and drive sales performance strategically and accurately. In this program we explore the four cornerstones essential to sales performance management and required to create consistent and predictable results. The components include: Product Knowledge & Positioning, Sales Process Management, Sales Skills Analytics, and Motivation & Drive. By combining the powerful sciences available today - you can manage your team accurately and gain outstanding growth.

Come prepared to think, learn, explore alternatives, and leave with fresh ideas for increasing the new business results of your company and the performance of your entire team. Packed full of thought-provoking sales management strategies, participants will take away ideas to implement immediately. Today's environment require extreme sales management expertise.

Six Transforming Sales Trends In 2010

Presented by: Josiane Feigon

Author of "Smart Selling on the Phone and Online"

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Author, recognized global thought leader and sought after presenter Josiane Feigon will discuss the latest trends in inside sales. At no other time in the past 50 years has the field of sales changed so dramatically and so rapidly. The infusion of social media in 2009 has transformed the selling landscape for the year ahead. Josiane discusses the six transforming sales trends every businessperson needs to know to survive and thrive in 2010 including: The shift in buyer's behavior, the glut of new media tools and the changing talent pool.

DNA of Top Performing Inside Sales Professionals

Presented by: Chip Kudrle

Managing Partner
Diamond Performance, Inc.

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For many inside sales organizations, the difference between success and failure can hinge on hiring and developing the right type of inside salespeople to do the job. This presentation will examine the skills and attributes that most directly correlate to effectiveness (and sales results) in inside sales and provide attendees with a road map for how to manage and develop inside sales professionals to success.

Optimizing your Prospecting Efforts

Presented by:

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In this co-hosted breakout session, Dave and Ken will be presenting the latest research, techniques, tips, and technologies designed to generate, contact, qualify, and close more leads; more important than ever before in a down economy. They'll also discuss the impact of the latest research studies done with SKKU & MIT.

Tools that Drive Results

Presented by: Steve Richard

Co-Founder and President
Vorsight

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Steve is quickly becoming known for his ability to help front-line teams significantly improve performance and increase revenue. Hear some of his best tips tricks as he talks about productivity tools that can make a difference.

The Value of "Information"

Presented by: Garth Moulton

Co-Founder and Vice-President
Community Jigsaw Data Corporation

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Hear from the Co-Founder of one the world's leading business directory services, Jigsaw. Garth will discuss the value of information, provide real world examples, and share some tips to help you improve your research efforts.

How to Deliver Engaging Virtual Sales Presentations

Presented by: Tom Drews

Founder and CEO
What Works! Communications

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You will learn ten best practices for selling and presenting in the virtual environment using WebEx, GoToMeeting, or any comparable platform. Learn how to design a value based presentation, fully engage your prospect, and ultimately close more business. Tom Drews is a leading expert in the field of virtual sales presentations, and he has delivered programs for companies including, Cisco, Riverbed, CLIF Bar, Symantec, and WebEx.

Sales Models that Work

Presented by: Matt Benelli

Vice President of Sales
Oracle Direct

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Double-digit growth with huge cost savings. Hear from this long time Sales Leader as he discusses the hybrid sales model he leads and the associated benefits.

Running an Inside Team in 2010 - Leading Edge Best Practices

Presented by: Mark Roberge

Vice President of Sales
HubSpot, Inc.

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Mark utilizes leading edge best practices to help motivate and drive his Inside Sales organization. The results have been outstanding. Hear these innovative techniques and learn how you can use them for your team.

Improve Productivity with Tools and Best Practices

Presented by: David Sill

Vice President, Sales & Marketing
PC Helps Support, LLC.
AA-ISP Chapter President - Philadelphia

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Learn proven tips and tools you can use immediately to improve your teams productivity and performance as David shares what he uses with his Inside teams.

Compensation Best Practices Round Table

Presented by: Mark Quinlan

Director of Technology and Inside Sales
General Electric, Healthcare IT

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Mark will facilitate a break-out round-table discussion on compensation best practices. During this lively discussion you will hear what other inside sales organizations are doing to meet the compensation needs of the ever evolving role of an inside sales rep. In addition to salary, commission and bonus options, hear how many leaders are using other means to keep their teams motivated and on track to hit their annual goals.

Smart Inside Sales Tools 2010; Rev up Revenue with Tool Fuel

Presented by:

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Join Josiane & Nancy for the anxiously awaited release of their co-authored e-book "Smart Selling Tools for Inside Sales 2010". In this co-hosted break-out session hear the essential sales skills detailed in the first e‐book to recommend the "must-have" tools inside salespeople need to use throughout the sales cycle.

Using Social Media to Deliver Bottom Line Results

Presented by:

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Robert will be sharing several popular tools and how they impact conversion and customer acquisition including the results of a social media and sales effectiveness survey. He will be joined by sales and marketing expert Matt Heinz who will share insights and best practices on leveraging these latest technologies to improve outreach, lead generation, and pipeline conversion.

2009 Inside Sales Enablement Report

Presented by: Peter Ostrow

Research Director - Sales Effectiveness
The Aberdeen Group

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Join long time analyst Peter Ostrow as he reviews and examines the results from this in-depth study on Inside Sales Organizations. Hear what others are doing and see the current trends into today‟s selling environment.

Managing in Today's Trying Times

Presented by: Bill Edinger

Senior Director, Inside Sales
Thomson Reuters

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Learn some "tricks of the trade" from an individual who's worked his way up through the 'ranks' and now leads a top performing Inside Sales organization.

Incentive Programs that Work

Presented by: Jim Micklos

Vice President - Business Development
Fusion Performance

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Non-cash incentives can drive quality, productivity and profits from your inside sales team. Review case studies and learn proven methods for improving performance, increasing sales and profits, and enhancing morale with an exceptional ROI.

Selling Value Over the Phone

Presented by: Mike Brown

Inside Sales Practice Leader
IMPAX Corporation

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Hear from a long time industry expert and learn tips your team can use to improve results and increase sales.

Coaching For Improved Performance

Presented by: Laurie Lynard

President & Certified Training Professional
TeleMasters Inc.

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Long-time inside sales coach, Laurie Lynard, will address inside sales managers on the topic of coaching for improved performance. Hear proven best-practices developed during her 20 years of front-line management experience. Inside Sales leaders will walk away with new ideas and tips they can implement immediately.

So You Can't Get Them On The Phone?

Presented by: Steve Richard

Co-Founder and President
Vorsight

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Steve's topic So You Can't Get Them On The Phone will discuss how the best inside sales reps are using proven approaches to improve their chances of speaking live with prospects. This fast-moving and forward thinking presentation will give managers specific and tactical ideas that they can take away and immediately implement with their teams. Steve will also share new metrics his team is using that goes beyond the typical attempts, spoke-to's and deals won measurements.

Crowdsourcing - The next new frontier in productivity enhancements enabled by the Internet

Presented by: David Moufarrege

Vice President, US Operations
Clickworker.com

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David will present aspects of this latest phenomena which makes the productivity of "the swarm" available to organizations of all sizes. Thousands of clickworkers are doing work which is being utilized to help inside sales organizations achieve efficiencies in calling and communicating with customers and prospects.

Best Practices in The Recruiting & Hiring Process

Presented by: Henry Glickel, CPC, CERS

Manager of Talent Acquisition/Corporate Headhunter
By Appointment Only

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Every bad employment decision your company makes puts the wrong person in the wrong job at the wrong time and negatively impacts profitability and productivity. In this fast paced session attendees will:

1. Hear proven Best Practices to use throughout the recruiting, hiring, and on boarding process.
2. Learn a proven repeatable interviewing processes to maintain consistency and identify top performing Inside Sales Talent

Henry Glickel has over 15 year of recruiting experience and has served 100's of clients.

Leadership Summit Host

Larry Reeves

Chief Operating Officer
American Association of Inside Sales Professionals

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